Understanding Lead Stages: From Cold to Hot for Concrete Coating Businesses

Promise of Value

Concrete coating business owners, if you’re marketing or considering marketing, understanding the stages of a lead and how to move them from cold to warm to hot is going to have a MASSIVE impact on your sales! In this blog, I’m going to show you how to quickly move people through each phase.

The Importance of Lead Stages

To effectively market your concrete coating business, it's crucial to understand the different stages of a lead and how to nurture them through the sales funnel. Let's break down each stage and discuss strategies to move leads from cold to hot.

What Are the Stages of a Lead?

Cold Lead

A cold lead is someone who may or may not be interested in your services. At this stage, you have little to no information about their needs or interests.

Warm Lead

A warm lead is someone who has shown a clear interest in your services and company. They might have engaged with your content, filled out a form on your website, or clicked on one of your ads.

Hot Lead

A hot lead is someone who is definitely interested, qualified, and ready to move forward with your company. They are at the final stage of the buying process and are prepared to make a decision.

Moving Leads Through the Stages

From Cold to Warm

If you’re running paid ads or using your website, it’s likely you will have a large percentage of "form fills." Your form should ask enough questions to filter out the cold leads but not too many to deter completions. We recommend about seven questions in total. This helps ensure that those who fill out the form are genuinely interested, thus becoming warm leads.

From Warm to Hot

Once a lead has submitted their form and shown interest, it’s time to nurture them through text and verbal communication. Engage with them by asking qualifying questions like:

- "What is your timeline?"

- "Tell me about your project."

- "What is your desired outcome?"

- "How long have you been considering this?"

These questions help you gauge their seriousness and readiness to move forward. If they respond positively and show a clear intent, they can be moved to the hot lead stage.

Qualifying and Converting Hot Leads

When a lead reaches the hot stage, they have:

- Filled out the form with about seven questions.

- Corresponded with you through calls or texts.

- Been properly qualified.

At this point, they are ready to book an appointment. However, not all leads will be ideal. Protect your time by identifying leads that might just be price shopping.

For instance, if someone immediately asks for a ballpark figure, they might be looking for the cheapest option. To convert such leads, say something like, "Sure, Mr. Jones, I’ll get you that ballpark figure, but can I ask a few simple questions to ensure I give you accurate information? Besides price, is there anything else important to you?" This approach helps you understand their needs and demonstrates the value of your services beyond just cost.

Conclusion

Understanding and effectively moving leads through the stages from cold to hot is essential for the success of your concrete coating business. By asking the right questions and providing valuable information, you can convert more leads into satisfied customers.

Hope you got value out of this! I’m Jerry Brunetto with GoatConnect.io, and I help concrete coating businesses drive sales and increase efficiency. Stay tuned for more strategies in our next post!

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